Account Tiering

Use when defining ABM tiers, scoring logic, and coverage rules.

Published by @gtmagents·0 agent reads / 30d·0 saves·Updated June 14, 2026

Account Tiering Systems Skill

When to Use

Establishing T1/T2/T3 definitions for new ABM programs.
Auditing existing tiers to ensure they reflect current revenue priorities.
Aligning sales, marketing, and partner teams on coverage and SLA expectations.

Framework

Firmographic Fit – revenue, employee count, industry, region.
Propensity Signals – intent, product usage, previous engagement, open opportunities.
Strategic Value – partnership potential, brand influence, expansion runway.
Capacity Planning – match tiers to owner bandwidth (SDR, AE, marketing pods).
SLA Definitions – touch frequency, personalization level, reporting cadence by tier.

Templates

Tiering Matrix: See assets/tiering_matrix.md for criteria and scoring logic.
Coverage planner (tier → owner type → touch expectations).
Governance checklist (review cadence, data sources, exception handling).

Tips

Recalculate tiers quarterly or when GTM strategy shifts.
Keep a single truth source (sheet or CDP) to avoid conflicting tiers.
Document exceptions (e.g., strategic design partners) so automation logic stays clean.

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